I am often asked just what it is that makes a highly successful and effective sales team — what differentiates them from an average one? Actually, the answer is simpler…
The EQ Imperative
I believe that most of us accept that the old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy post the recent financial…
The Essential Attributes of Successful Sales Managers
The single most common mistake that organisations make is promoting their number one sales person into the role of sales manager, thereby depriving themselves in a single stroke of their…
Identifying Top 5% Achievers
Recent surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call 'Level 3'. A further 15% attain 'Level 2' status, but the…
Why Great Sales People Aren’t Often Great Managers
The skills required for managing, mentoring and developing a sales team are totally different from those required for selling. As a result, it’s not uncommon to find newly promoted sales…